Director - Sales and Marketing - B/E Aerospace - Marysville

Job description
Responsible for managing domestic and international sales activities for assigned airline accounts. This includes overseeing business strategies and opportunities at assigned accounts; providing key market input into new product development; completing bookings analysis and forecasts; leading bid strategy for own accounts; and developing customer intimacy and maintaining business relationships within key commercial airline customers and prospects.

Essential Duties & Responsibilities: Profitable sales bookings and customer intimacy at assigned accounts

> Provides commercial and technical sales leadership for own accounts
> Delivers on agreed sales goals for assigned accounts on an annual basis
> Has overall responsibility for sales strategies
> Collaborates with all stake holders including Corporate Account Executive, sister sites and internal functions to develop detailed capture plans for key accounts/programs as agreed with Vice President/General Manager.
> Coordinates Corporate wide Integration and bundling strategies for appropriate opportunities.
> Gives market trend and product input to research and development
> Provides key customer analysis, market feedback, sales and bookings forecasts for major product innovation and potential platform extensions of existing products.
> Acts as a team member in product innovation and development initiatives, as required.
> Provides product and industry trends as it impacts own accounts.
> Analyzes and reports business backlog/revenue/bookings/market forecasts on annual and monthly planning cycles
> Provides market size and segmentation analysis for business and product development
> Coordinates product demonstrations and customer presentations

Manages proposals and bids at own accounts

Bid management: Ensures that each opportunity presented to the business has been reviewed properly and qualified through approved business validation tools
Oversees commercial and technical governance for all proposals that affect own accounts, including proactive review and input as it relates to the opportunity and the agreed capture plan strategy.
Develops and negotiates contract to completion within set timescales and parameters, as agreed with the Vice President/General Manager and Legal counsel.
Supports program and gate reviews for all booked programs to ensure that voice of customer is provided and/or work scope properly managed
Negotiates contract change requests

Acts as relationship manager.

Develops intimate relationships within an airline that includes all touch points that impact a booking decision at an appropriate depth and breadth.

Builds internal relationships with key personnel to ensure that the business is in lock step with the sales strategy and capture plan.

Additional responsibilities.

Must acquire and maintain a technical competency level for complete scope of all business services and product lines to fully support the business. This includes, but is not limited to, services and product presentations, familiarity with all relevant regulatory requirements including FAA/EASA etc, familiarity with Layout of Passenger Accommodations (LOPA) constraints for each product, and full familiarity with the platform strategy for each product line.
Works to maintain knowledge of trends and opportunities within other regions to maximize each opportunity.
Acts as a team player willing to assist in any aspect of the sales process including bid preparation and support of other regions.
Ensures that key team members are regularly apprised of market trends and cultural requirements for that region to ensure proper hand-off in the execution phase.


Responsible for becoming familiar with the B/E Management System and shaping the path forward by engaging yourself and everyone around you in executing every day, learning by doing, and expanding everywhere by constantly sharing best practices. As such, an integral and highly important part of your role is to make improvements to your job/processes every day.


Performs other related duties as required.

Candidate profile:

Articulate and able to develop a compelling value proposition
Confident and able to “influence” airline decision making
Collaborative and able to work in a team environment
Independent and able to operate alone
Excellent negotiator with high integrity
Friendly and sociable
Familiar with contractual language and comfortable negotiating terms
Good financial acumen
Innovative and creative problem solver
Able to flex style and deal with multiple cultures, multi-lingual
High energy, able to travel and be highly functional
Coach / mentor to others
Lean thinking, focused on Continuous Improvement
Good technical/engineering comprehension


Job Complexity: Works on problems that impact design/selling success or address future products or technologies.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education &/or Experience: Bachelor's degree (BA/BS) from four-year college or university in Business, Marketing, or Engineering; and a minimum of seven years related experience.

Language Skills: Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, associates, customers, public groups, and/or boards of directors.

Mathematical Skills: Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning ability: Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Physical Demands: The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands: While performing the duties of this job, the associate is regularly required to sit, talk, and hear; frequently required to use hands to finger, handle, or feel; and occasionally required to sit, walk, reach with hands and arms, stoop, kneel, crouch or crawl.

The associate must occasionally lift and/or move up to 10 pounds.

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Work Environment: The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment: The noise level in the work environment is usually moderate.

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